#discovery

Master the sales discovery call using BANT framework. Structure: 1. Build rapport and set agenda (5 min). 2. Budget (what's allocated for this problem?). 3. Authority (who makes the decision?). 4. Need (what's the pain point and impact?). 5. Timeline (when do you need this solved?). Use open-ended questions. Practice active listening. Take detailed notes. Identify red flags early. Qualify or disqualify quickly. End with clear next steps. Aim for 30-45 min calls. Follow up within 24 hours with summary email.

Conduct comprehensive user research program. Process: 1. Define research objectives and key questions. 2. Create user interview guide with open-ended questions. 3. Conduct usability testing sessions with task scenarios. 4. Implement surveys for quantitative data collection. 5. Perform competitive analysis and market research. 6. Create user personas based on research findings. 7. Build empathy maps and customer journey maps. 8. Synthesize insights into actionable product recommendations. Include recruitment criteria and analysis templates.

Sell on value, not features. Discovery questions for value: 1. 'What's the cost of the current problem?' (time, money, opportunity). 2. 'What happens if you don't solve this?' (quantify downside). 3. 'How would solving this impact the business?' (revenue increase, cost reduction, risk mitigation). Calculate value together: Current cost: 'You mentioned 3 people spend 10 hours/week on manual reporting, that's 1,560 hours/year. At $50/hour, that's $78k annually.' Solution value: 'Our automation reduces this to 2 hours/week, saving $65k/year.' ROI pitch: '$65k saved, our solution is $30k/year, that's 2.2x ROI and 5.5-month payback.' Compare to alternatives: status quo cost vs. solution cost. Document in mutual plan or proposal. Align pricing to value (if $65k saved, $30k fee is justified). Ask: 'Does that ROI make sense for your business?' Makes price objections irrelevant.

Design a comprehensive user research interview protocol. Structure: 1. Introduction and rapport building (5 min). 2. Background questions (user context, current workflow). 3. Behavioral questions (tell me about a time...). 4. Pain point exploration (what frustrates you?). 5. Solution validation (prototype feedback). 6. Wrap-up and thank you. Use open-ended questions. Avoid leading questions. Practice active listening. Record with permission. Aim for 30-45 min interviews. Synthesize findings into insights and themes.